Guest Blog Post: Light Switch in this Big Dark Room

Guest Blog Post: Light Switch in this Big Dark Room

By SEED SPOT Mentor Mike Toney of Conquest Training Systems Sales: Is there a Light Switch in this Big, Dark Room? Imagine you are in a huge, windowless warehouse that is completely dark. You are told, “There is a light switch in here somewhere. Go find it!” This is what it’s like to be a salesperson. How would you solve such a puzzle? Your instincts would probably tell you to break the problem into smaller parts and start by searching the perimeter. Notice you have started by creating a system, which is what we tend to do as humans. This metaphor very accurately illustrates the job of a salesperson, which is to find and close a client amidst a sea of people. This big, dark room can be full of plentiful obstacles, like: Targeting the prospect Getting past the gatekeepers and voicemail barriers to meet the prospect Disarming the defensive nature of people to hide the truth so you can have an open conversation Finding a problem to fix or compelling reason for someone to buy what you have Determining if someone is willing and able to spend the money needed to fix the problem Exploring the nature and process of decision making and who else is involved Preparing a proposal, quotation or statement of work that is convincing Proving that you can – and are – the best solution to fix the problem someone has, with a presentation, demo or sample project Making sure you set up the relationship…
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